Advanced Negotiation Skills

Saturday and Sunday, October 21-22 | 8:00 am - 5:00 pm

Are You a Born Negotiator?

This course offering is perfect for mid-level managers responsible for negotiating agreements and contracts that are fair to both their organization and partners. Instructors bring alive concepts and skills needed to competently negotiate high-technology agreements within industry and governmental settings. This course is intended for industry, academic, governmental and public law firm junior and mid-level individuals who find themselves in rooms seeking win-win solutions or at least avoid being out-negotiated. Opportunities are also provided for participants to hypothesize negotiating scenarios and request suggestions from the instructors and others in the room.

This course will cover the following topics:

The art vs the science of negotiating

Identifying interests

Judging results

Leverage and its sources

Measuring progress

Negotiating room tactics

Personality styles

Problems in perception, emotions, communications, and people

Principles of negotiation

Six-hour case study (spaced over two days)

Stages of negotiating

Types of power (legitimate and faux)

What makes a good negotiator

Who Should attend

Agreement negotiators

Husbands and wives

Junior attorneys

Office employees

Patent buyers or sellers

Patent licensors or in-licensors

University tech transfer

Course Objectives:

Understand the principles underlying effective negotiation

Learn and practice skills to become a better negotiator

Take home new ideas and reference material to be used in preparing and executing the next negotiation

IP Business Basics 101

Sunday, October 22 | 8:00 am–5:15 pm

Whether it is a trademark, international brand, copyright, patent, know-how, trade secrets, or a combination of some/all of these, recent transactions and auctions have confirmed the value of IP in business.This one-day, deal-centric course has been designed by experienced Licensing Executives Society (LES) (U.S.A. & Canada) executives for business and licensing professionals who are newer to the field in the United States and Canada. Whether it is a trademark, international brand, copyright, patent, know-how, trade secrets, or a combination of some/all of these, recent transactions and auctions have confirmed the value of IP in business. This course is interactive and built around real-world examples and small, hands-on, group exercises.

Train-the-Trainer

Monday, October 24 | 2:00 pm - 5:00 pm

Are you interested in teaching the IP Business Basics 101 for your Local Chapter or at LES Meetings? Now is your chance. LES (USA & Canada) is currently recruiting instructors. To be eligible, you must take the IP Business Basics 101 and attend the Train-the-Trainer (TTT) workshop. Following your training, you will have access to course materials, coaching, and other resources to get you started.

Eligibility
To be eligible, you must have all the following:

Take the IP Business Basics 101.

Five or more years of full-time work experience in IP/Licensing (IP, licensing, technology transfer, and business development professionals, as well as IP, patent, and transactional attorneys).

Current membership with LES (USA & Canada) for the IP Business Basics 101 course.

Copyright and Confidentiality
The teaching materials/artifacts for the IP Business Basics 101 courses(all courses offered through LES (USA & Canada) Inc./LES International) are LES copyrighted. Therefore, all the teaching materials/artifacts can be used only for the benefit of LES (USA & Canada) Inc./LES International) and are not to be shared.

The IP Business Basics 101 can be taught only in U.S. and Canada.

Why You Should Attend
Teaching the IP Business Basics 101 course will help you develop your professional skills, make new connections, and give back to the licensing profession. With our half-day Train-the-Trainer workshop, you will learn to teach a standardized curriculum, as a team with another instructor supplementing the business or legal perspective. Sign up for a Train-the-Trainer workshop and join the elite group of world-class LES instructors.

Course Details

Target audience and group diversity

Sponsorship

Setting up a course

Budgeting and pricing assumptions

Materials/artifacts

If you are interested in teaching opportunities, please contact education@les.org or 703-234-4109.

During this interactive course, hear first-hand from the trenches. Listen as industry experts shed light and provide their expertise on best practices for structuring and negotiating transactions. Learn from their experiences and leave armed with the key components you need to successfully close transactions.

This Course Will Include the Following

High teacher-student ratio

Keys to successfully closing transactions

One-on-one interactive with content leaders and peers

Who Should Attend

Business development professionals

Individuals with IP experience, looking to enhance their transaction skills

CLP Exam Review Course

Thursday, October 26 | 8:00 am - 5:30 pm

Taught by experienced CLP-certified LES members, the emphasis of this course is on the eight CLP domains, the practice exam questions, and the participants' results. The review also includes access to our Virtual Knowledge Community, providing another opportunity for participants to review the domains and to ask questions of the LES experts. Of those who have taken this review course and the exam, 80 percent have passed. Earning CLP credentials establishes credibility among your colleagues, shows that you understand and utilize the latest industry practices, recognizes your experience and qualifications, and demonstrates your commitment to professional development.

This Course Will Include the Following

Domain 1, Strategy

Domain 2, Intellectual Property Protection

Domain 3, Opportunity Assessment and Development

Domain 4, Valuation

Domain 5, Marketing

Domain 6, Agreement Development and Drafting

Domain 7, Negotiation

Domain 8, Agreement Management.

Of those who have attended this review course, eighty percent passed the CLP exam. Taught by experienced CLP-certified LES members, the emphasis of this course is on the eight CLP domains, the practice exam questions, and the participants' results. The review also includes access to our Virtual Knowledge Community, providing another opportunity for participants to review the domains and to ask questions of the LES experts. Earning CLP credentials establishes credibility among your colleagues, shows that you understand and utilize the latest industry practices, recognizes your experience and qualifications, and demonstrates your commitment to professional development.

Who Should Attend

Patenting managers

Marketing managers

Valuation managers

IP law managers

Negotiation management

Intellectual asset management

Course Objectives

Comprehend conflicts of interest, such as those arising from an attorney's' representation of an organization